Regional Sales Manager, Services, North America

Regional Sales Manager, Services, North America

SUMMARY OF POSITION

The primary role of this position is for development and sale of Aftermarket Parts and Services in North America and the successful candidate will play a key role in increasing income and revenue for Services.  This includes: generating inquiries for the Services business; developing account strategies; supporting customer’s existing equipment with equipment upgrades; and promoting new technologies to support installed equipment to achieve the Sales targets for Services in North America including equipment from our Global divisions.  In working with the Directors of Service, and in conjunction with the inside sales teams, identify and develop sales opportunities by customer and market segment.   The Regional Sales Manager, Services must be a self-motivated person who desires to work in a fast-paced and results-oriented environment. Must be able to identify and provide reliable solutions for technical issues with Pfaudler equipment to assure complete customer satisfaction and maintaining strong relationships with customers throughout the sales cycle.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.

• Focuses sales efforts by studying existing and potential volume of customer needs related to the Services business and installed base.
• Travels to client facilities to service existing accounts, and obtain inquiries and subsequent orders, and establish new accounts by planning and organizing daily work/travel schedule.
• Emphasizes the Pfaudler solutions to differentiate the Pfaudler offering from the competition.
• Visits customers to discuss the quotes, present the Pfaudler product offerings and benefits and understands customer needs and decision making criteria.   Travel time is 60% - 80%.
• Coordinates with Sales Management to negotiate customer order terms and conditions, as required.
• Submits trip reports to Sales Director to detail clients visited and topics discussed.
• Maintain and increase the company's presence and client base within the territory.
• Contributes to team effort by accomplishing related results as needed.
• Keep in close communication with customers' Maintenance Departments, Engineering, Reliability and Procurement personal for knowledge of each customer current business status and forecasted business and potential future capital projects for new processes, process improvements and capacity expansions.
• Communicate with the inside sales teams to develop quotations.
•  Follow up on proposals to keep Management informed on current project status.
• Attends trade exhibitions, conferences and meetings as needed.
• Ensures that sales targets are met.
• Identifies and establishes new business opportunities to provide future growth.
• Maintain accurate records to target accounts, opportunities, quotes, projects, and maintain contacts and correspondence in company approved databases. 
• Travel to customer sites to promote sales, review applications and proposals and to close orders.
• Resolve customer issues or difficulties in a manner that is consistent with the company mission, values, and financial objectives.
• Maintain professional business relationships within target accounts.
• Participate/provide regional training seminars.

SALES SPECIFIC SOFT SKILLS

These are people skills or life skills such as communication and empathy, as well as personal skills such as decision-making and goal setting.

• Excellent Oral Communication (personal and technical) in front of small and medium groups
• Excellent Written Communication (personal and technical) and listening skills
• Presentation Skills
• Coachable
• Persuasiveness (benefit and feature selling vs. price selling)
• Handle objections/difficult customer situations
• Self-starter focused on customer service
• Good computer skills with MS Office (Word, Excel, PowerPoint) and Salesforce

PRODUCT KNOWLEDGE AND TECHNICAL SKILLS

Must be ready and willing to learn and understand Pfaudler's product features in order to present their benefits to customers accurately and persuasively. An understanding of goods or services includes having acquired information about its application, function, features, use and support requirements to support the Aftermarket Products and Services business.

Equipment includes:

• Glass-Lined equipment (reactors, tanks, columns)
• Alloy equipment (reactors, tanks, agitators)
• Filter Dryer products
• Glass lined analytical Probes (pH and conductivity) and instrumentation
• Wiped Film Evaporators (WFE’s)
• Conical Dryer Blenders (CDB’s)
• Distillation columns and column internals
• Fluoropolymer equipment
• Reglassing/reconditioning service
• Heat exchangers
• Global products

PROCESS KNOWLEDGE

Must possess or have desire/willingness to understand the basics related to chemical and pharmaceutical processes, which would entail an understanding of the following:

• Basics of chemistry and physical properties of materials, and units of  measurement
• Basic understanding of typical chemical and pharmaceutical plant processes and unit operations including the process terms used to describe the processes, including specifically the following:
• Chemical reactions and the associated characteristics 
• Mixing in chemical reactors
• Evaporation and distillation properties/and processes 
• Filtration and drying processes
• Liquid and solid material transport
• Hazardous materials and various associated risks
• Various other types of processes used in the Chemical, Pharmaceutical,          Agchem, Petrochemical and Polymer industries.
• Ability to understand plant Process and Instrument Diagrams (P&IDs), Process Flow Diagrams (PFDs) and layout drawings.

SUPERVISORY RESPONSIBILITIES

No direct supervisory responsibilities. Teams with inside Service Sales team, Technical Sales Engineers, Field Servicemen, and Engineering Department.  

EDUCATION and/or EXPERIENCE

Bachelor's degree (B.S.) from a four year college or university in a technical field; 5-10 years related experience and/or training; or equivalent combination of education and experience. 

Ability to travel by car or air. 

LANGUAGE SKILLS

Ability to read, analyze, and interpret customer specifications, customer T&C's, general business periodicals, professional journals, technical procedures, or governmental regulations in the local language(s) of the region supported. Ability to write reports and business correspondence. Ability to effectively present information and respond to questions from groups of managers, clients and customers.  Ideally speaks the language of his/her territory. Further, English language for internal communications is mandatory.

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.  While performing the duties of this job, the employee is occasionally required to stand; work; sit; use hands to touch or feel; reach with hands and arms; climb or balance; stoop, kneel, crouch, or crawl; talk or hear; and taste or smell. The employee must occasionally lift and/or move up to 100 pounds. Specific vision abilities required by this job include close vision, color vision, peripheral vision, depth perceptions, and ability to adjust focus.

WORK ENVIRONMENT 

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Primarily the work environment is a typical office environment. The employee may also be required to enter the Pfaudler workshop environment to track job progress, inspect equipment components and accompany customers during inspections. The employee will also be required to visit customer plant sites to view existing or proposed equipment installations. The customer plant sites are typical chemical and pharmaceutical operating plant sites where the employee will be required to follow the plant site safety regulations.

While performing the duties of this job, the employee is occasionally exposed to wet and/or humid conditions; moving mechanical parts; high, precarious places; fumes or airborne particles; toxic or caustic chemicals; outside weather conditions; extreme cold; extreme heat; risk of electrical shock; and vibration. The noise level in the work environment is usually loud.  

Pfaudler is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.